Role Description:
Being a Senior Sales Enablement Manager at Defense Unicorns means building the systems that help our Growth team consistently win.Our mission is to make software a strategic deterrent. The Sales Enablement role ensures that our Account Executives, Business Development Representatives, and Sales Engineers are equipped with the knowledge, tools, and processes required to communicate our value clearly and move opportunities forward.
In this role, you will report to the Business Development organization and work closely with Product Marketing, Product, and Revenue leadership to operationalize our go-to-market strategy. You will own the development and delivery of enablement programs that improve sales productivity, accelerate deal cycles, and ensure consistent execution across the revenue team.
This is an execution focused role. You will design and run repeatable enablement programs, maintain the core sales knowledge system, and ensure the field has the resources they need to succeed.
Responsibilities:
The listed responsibilities are not exhaustive and additional responsibilities may be assigned based on the evolving needs of the organization. We are seeking a dynamic individual who can build structure while operating in a dynamic environment.
- Own and execute the sales enablement strategy
- Apply prior experience supporting Defense Industrial Base (DIB) customers to ensure enablement programs align with DoD, IC, and federal sales motions
- Design and deliver onboarding programs for new Account Executives, BDRs, and Sales Architects
- Develop and maintain sales playbooks, messaging frameworks, and opportunity management guides
- Partner with Product Marketing to translate product positioning and messaging into field-ready enablement materials
- Ensure the revenue team has consistent access to current competitive positioning, product updates, and sales assets
- Design and run recurring enablement sessions, including product training, competitive updates, and sales skill development
- Support major product launches by coordinating internal training and field readiness programs
- Maintain the sales knowledge system, ensuring resources are organized, up to date, and easy for the field to access
- Partner with Revenue leadership to identify skill gaps and develop targeted enablement programs
- Measure and improve the effectiveness of enablement programs through feedback, usage metrics, and sales outcomes
- Work cross-functionally with Product, Product Marketing, Marketing, and Revenue Operations to ensure alignment between strategy and field execution
- Operate effectively in a remote, fast paced environment with high cross functional collaboration
Preferred Experience and Qualifications:
- 5+ years Sales/Revenue Enablement experience with clear ownership of onboarding, playbooks, training, and enablement systems
- Experience designing and running sales enablement programs in B2B/B2G technology company
- Experience supporting enterprise software sales teams, including Account Executives and Sales Architects
- Strong ability to translate complex technical products into clear sales narratives and playbooks
- Experience building onboarding and training programs for growing revenue teams
- Familiarity with modern sales tools and systems such as HubSpot, Slack, Notion, Google Workspace, and enablement platforms
- Strong organizational discipline and ability to maintain structured knowledge systems
- Comfortable presenting and facilitating training sessions for sales teams
- Experience working cross functionally with Product Marketing, Marketing, and Product teams
- Strong communication and collaboration skills in a remote first environment
Full compensation packages are based on candidate experience. Compensation ranges are established using national benchmarking data and apply across all geographic locations within the United States.
Defense Unicorns delivers mission value by streamlining software delivery so our customers can focus on the most important challenges. We share a vision of freedom and security for the advancement of progress and innovation. Our commitment to this vision, and to our mission-driven customers, means a commitment to speed, user experience and optionality, without compromising security. Our team is composed of innovators, software engineers, and veterans with decades of experience delivering technology programs across the federal market.
What We DoWe create and deliver secure solutions for continuous software integration and delivery. Defense Unicorns consolidates the best practices for security pipelines, testing, and deployment automation in order to meet the high security requirements valued by mission owners. Our solutions are agnostic by design and we believe that growing a robust ecosystem of secure, cloud-native software solutions can help enterprise customers inside and outside the federal market buy and integrate software more easily.
Who We ServeDefense Unicorns’ customers are mission-focused leaders across public and private enterprises. We proudly support defense and civil agencies across the U.S. government and we work closely with the creators of leading-edge software solutions to deliver value to the mission-owner by improving the security and consumability of commercial software products.
What We Work On- Kubernetes
- Cloud Environments (AWS/GCP and Azure)
- Infrastructure-as-code (like Terraform/Pulumi)
- Continuous Delivery and automation tooling
- GitOps
- Containers
- CNCF projects and open source products and packages
- Helm/Kustomize-Value Stream Mapping
- Building and improving security delivery
- Building Kubernetes and cloud native applications
- Medical/Dental/Vision
- Premiums are 100% Company Paid
- Health Reimbursement Account
- Life Insurance
- Disability Insurance
- 401k Retirement Plan
- Company Stock Options
- Home Office Budget
- We offer all full-time Unicorns Flexible Time Off (FTO) plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year’s
- Paid Parental Leave
- Reimbursement for approved trainings/subscriptions
- Conferences (travel, lodging, and fees)
Don’t have all the preferred experience or qualifications? Studies show that underrepresented groups like women and people of color are less likely to apply to jobs if they don't meet every requirement listed.
At Defense Unicorns, we're committed to diversity. If you're enthusiastic about the role but don't match every criteria, we encourage you to apply. You could be the perfect fit for this or another role! Defense Unicorns is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.
CCPA DISCLOSURE
Top Skills
What We Do
Defense Unicorns specializes in platform technologies that enable rapid and reliable delivery of capabilities across a wide range of mission and technology areas. We support open architecture platforms for secure mission systems that provide optionality for the end user, promote scalability, and allow for continuous identification and integration of new products and services while avoiding vendor lock. Our open approach creates partnership opportunities across the software ecosystem. Our people are innovators, software engineers, and veterans with decades of experience delivering technology programs across DoD and the broader federal market. Let's drive change together. Get in touch at [email protected]
